Boston Dinner, Dessert, Fireworks & Everything Marketers and Media Buyers Need to Know About Blockchain

On Tuesday, June 12th, Digilant hosted a dinner panel in Boston titled “What Marketers & Media Buyers Need to Know About Blockchain.”Anagram’s Chief Executive Officer, Adam Cahill, moderated a discussion about the complexity and opinions on where blockchain is headed and how marketers, media planner and consumers will be affected with the following leading experts on the topic:


When discussing blockchain, most people have a very general idea of what it is – something to do with cryptocurrency, transparency, or monetary safety. But, when it comes to how blockchain is implemented, used and especially how it will affect marketing, media and consumers, most people are not well versed. Experts, like Dave, Isaac and Erich expressed their thoughts during the evening and gave their opinion on how best to prepare and stay up to date on changes due to blockchain.

This is my summary of what was said and what I took away from the event and not word for word for how the speakers answered each question.

Adam kicked off the event with the first question: What problems is blockchain designed to solve?

Isaac took to answering this question with an analogy that dates back thousands of years – dozens of commanders are defending their army and they need to coordinate their action, they need to decide to attack or retreat. Obviously, if they act correctly, everything will work great, however, the worst thing that can happen is if they don’t act in coordination. Within their army, there are messengers, which you can choose to trust, with the hope that they aren’t lying. Through all the chaos, they must come to a consensus on a truth of the situation and decide on what plan will work best. Blockchain is the first time we are able to solve the problem in a meaningful way, which doesn’t necessarily yield trust, but facilitates a conversation that everyone can take as the truth. So to draw a direct analogy, in the world of bitcoin, the general’s are the million of people that want to trade. These people need to decide who has how much and who needs to give what to whom. With the increasing complexity of ad tech – over 2000 tech providers and any given campaign you can invoke dozens of them and that will serve one ad to one person – we can now solve this very effectively. With blockchain, there is the ability to (1) solve longstanding structural issues in the industry and (2) solve the dumb pipes of the internet that weren’t meant to survive, bringing about a whole new generation of innovation, models and tools.
Erich joined in stating that blockchain is going to solve everything. Through all the issues that ad tech and digital marketing face, the consumer is the victim. Blockchain is in its infancy, people are talking and trying to figure out what they think. The companies who are quickly and aggressively creating a solution are a mess because it is such an early start. However, from this mess, applications that answer some of these questions will emerge, some taking longer than others.

Adam then asked Dave to play the role of contraire, to which he responded that out of ten possible use cases, there’s a handful of real cases where blockchain would help and ad tech is is at the top of that list. For ad tech, the problems really need to be solved. But he questioned, can blockchain change a company from the inside? Will you start adding blockchain or will you have to rebuild from the technology from scratch? People are saying they will start from the inside, but it isn’t happening. He posed the question if it can really be done?

Erich responded stating that after 22 years of ad tech, it would be ironic if this was the answer, if we are going to use the “stuff” we have today. The “stuff” we have today is bubblegum and duct tape – a quick, easy fix that isn’t sustainable.

Inspired from Erich’s response, Adam asked him why after all the different fields he has found success in and companies he has started, he planted his roots in ad tech?

Erich stated that he is a believer in ad tech, not to say it is without problems. He was surprised to see, after significant research, that many of the problems that ad tech is facing today, stem from the late 90s. Blockchain is new, it’s misunderstood, misapplied and many people say they have the solution. However, when you take into account that there is an opportunity to completely change the industry, there is a generation one opportunity to roll out some core functions that would sit next to and eventually replace that technology. His choice to work in ad tech was deliberate. He believes there is an opportunity to develop a new standard platform that will only succeed with adoption. But, they will get it done.

Adam turned to the audience as someone was curious to learn who profits from the current model? And if this were to start from the roots up, that would mean people are demanding this type of transparency. So, who can block this? Or who would be an objector?

After Dave joked that he’s the guy who isn’t benefiting from the current model, he went on to explain that the finance industry is taking their slice from everyone else. Everyone wants to maintain their part and when you insert something new, everyone wants their piece to be protected. However, no one gets a piece until we use this new system. You would need a consortium of the biggest companies who come together and break down the whole system. It would start from no one getting anything, building back up, and forcing big companies to join in. Naturally people are going to resist.

Erich jumped off of Dave’s point to say that there are people making more money than they should because the inefficiency is bigger than it should be. There are structural imbalances, frauds in the marketplace, vendors of dubious value and people are unclear what the contribution to the value actually is. We are in need of a mechanism to go deeper into the ad impression and see what the vendors are doing to the plan. Doing this would add a lot of value because as of now, lots of people are profiting but not off the right denominator.

Isaac concluded the answers to the question simply stating that there is no doubt that it is a big deal to get an industry to adopt a new idea. It is a challenge but that’s why it is interesting.

The next question also came from someone in the audience who asked how long they thought it would take for this to come to fruition?

Erich first stated the cop out answer that this will come to fruition during our lifetime, continuing to say that the real answer requires a conversation with publishers. There is an iterative way to roll this out that will provide accountability and legitimize the technology, all of which through new innovation. He concluded saying that he sees this happening in five to ten years.

After hearing those numbers, Adam asked if Erich thought it would be possible to see something like this happen in the next year?

Isaac jumped in to say that there are certain things that could sit next to the current technology.
Erich added that other organizations are developing their own points of view. Very large media planning organizations have a process where they sit in front of a media planner and select where they want to provide orders. There is a great deal of buying that happens quite transactionally. So, there is clarity, reporting and accountability in this process that can be taken and applied to blockchain. This could provide an intermittent step in showing the value in accountability for traditional media buying. At the impression level however, this is much more interesting as there are 12+ companies involved in each impression served to a consumer. He concluded stating that the analog way of buying is not going to last throughout our lifetime.

What is motivation to create this and bring it to the marketplace?

Dave used a comparison to the music industry to answer this question. At first, the music industry was very opposed to digital music. It was a ten year process to get them to adapt to the digital side but they quickly realized it was a process in which they would make a little less money while transitioning over in order to secure a sustainable future.

Isaac stated that there is a noisy minority of bad actors who are largely spoiling things for the other folks. The core of all of this comes from eliminating the waste this is directly related to fraud, automated inference processes and the creation of a new protocol to initiate blockchain into the marketplace. More money spent at a more efficient rate will produce better results. All of this will be a reckoning of the noisy bad actors.
Erich posed the question asking how long the industry is going to be passive to the fact that they are wasting half of what they are spending? There is a coalition of the willing who want to spend more money, more efficiently, but changes need to be made now in order for that to happen.

Who are the winners and losers through all of this?

All panelists jumped in to agree that the advertiser wins, the publisher wins, and the consumer wins. The biggest loser is the holding company, those writing the check that knows what is costs but don’t know why or how?

Where is the resistance coming from?

Erich was the first to jump in saying that there are agencies in the world whose business practices are suspect, which has nothing to do with blockchain. But, there is also a group of enlightened agencies, and with this group, there is hope that the conversation about blockchain enables empowered advertisers and agencies to make a better decision, have clarity in where value is created. Blockchain could disrupt how some agencies operate today.

Adam then asked if people are going to come together to make this happen? Obviously blockchain technology helps with transparency and fraud, but many people associate it with cryptocurrency, so does that mean that media will need to be paid for by cryptocurrency?

Dave explained that people often mix the technology of blockchain and cryptocurrency. Cryptocurrency can ride on top of blockchain and utilize it; there would not be blockcahin without cryptocurrency, but you don’t need cryptocurrency to validate it. Cryptocurrency can have nothing to do with the payments. He then used the example of lbry. Lbry is “free, open and community-run digital marketplace” built on the idea that people deserve free information. If a publisher is going to take upwards of 30% of the ad revenue, we should just let the people deal with each other. There is already iterative technology that is being built to take away the idea that you can make money from advertising.

Adam again went to the audience and someone asked how does someone go to P&G, for example, and ask them to use blockchain? From a security point of view, blockchain was built to be secure, but cryptocurrency has been hacked. So, how does one prove that blockchain is safe?

Erich took to answering this question by explaining that there are many insecure systems still in their infancy. We keep putting our own paradyme on how the industry should work, but, maybe there is a different paradigm that we have to play within.

Isaac added that blockchain itself has never been cracked, but people are trying to build so fast, people are leaving holes that can be cracked.

Adam brought up Brave Browser, started by Mozilla, which is a browser that lets people manage their identity and get paid for their personal data – a unique approach that questions who gets paid for what. He then asked if the panelists believed that people care enough to build something from the ground up?

Isaac’s opinion on this question was that if you have to ask consumers to install new browser, new marketing, new ways of “everything,” it doesn’t strike as the most optimal way forward for the industry. New protocol should enable those kinds of interaction. Everything should be built into the new enabling infrastructure or technology. He also added that we shouldn’t count out the traditional advertising people,
Erich believes that people do care. He brought up ad blocking and the poor advertising environment that consumers currently experience. The current answer to the ineffective environment is more volume, more poor advertising. 50% of advertising is fraud so the other 50% has to work harder, at a higher volume, with a lower cost. So, how do advertisers do it? What do they need? They don’t need  a new internet, but rather a well articulated process between the advertiser and the consumer. We need new technology that is reliable everyday with an optimized consumer experience.

The final question of the evening came from the audience. GDPR has unveiled a lot of questions with cost – companies have closed because they can’t afford the new costs. Could this prohibit companies from activating blockchain? Will small start-ups not be able to afford it?

Of course it costs money to reformat a business, stated Erich. However, he is weary that cost is not the sole reason companies left the market after GDPR. Effective deployment of the technology is at an infrastructure level. This would not require companies to create an entire new workflow.
The pipes of the internet are GDPR compliant, added Isaac, so it would be efficient to have smarter pipes that do the heavy lifting for us.
Adam concluded the panel, thanking the panelists for their time.

There is much to get excited about regarding blockchain. Although still at the beginning stages of development, adoption and acceptance, there is so much to be learned and gained from its adoption. A world that enables less fraud, more transparency and more brand safety is something to look forward to.
After more conversations and a delicious dessert, we were all pleasantly surprised by a spontaneous fireworks show over the water. Great discussion, delicious food and a beautiful view made for a spectacular Boston event. We want to thank our three amazing panelist once again for giving their unique and informative perspectives on this very relevant topic. We look forward to seeing you at one of our dinner panels in the near future.

Seattle Dinner, Drinks & Conversation About Programmatic Buzzwords: Transparency, GDPR, Attribution, Data Privacy and More

On Tuesday, June 5th, Digilant hosted a dinner panel in Seattle titled the “2018 Fast Track to an Integrated Digital Media & Marketing Strategy.” Digilant‘s Chief Executive Officer, Raquel Rosenthal, moderated a discussion on the evolution of digital marketing with the following local marketing and advertising professionals:

This is my summary of what was said and what I took away from the event and not word for word for how the speakers answered each question.

Raquel from Digilant kicked off the discussion with this first question.

What industry buzzwords or shifts do you think will impact digital marketing this year? For example: GDPR, Transparency, Attribution, In-housing or Blockchain.

David from Vulcan was the first to answer this question.  For him from all the buzzwords Blockchain is most likely to have a general impact on the advertising world and what we will probably talk about the most.  It fixes a trail of action and shows you how a fish gets caught before it gets to your plate. Transparency, attribution, GDPR, Blockchain will talk to all of that.  How we process the amount of data that we are creating will be huge. So Blockchain is my topic for the year because it will be huge.

GDPR to me, said Sharon from The Seattle Times, is like Y2K, a lot of build up and preparation especially in the media.  At the Seattle Times we talked to attorneys and thought it would be a bigger deal for us, but then all we really did is turn off retargeting in the EU. In the meantime, the panic of GDPR has made us all become consent monkeys.  AI (Artificial Intelligence) is one of the keywords I would pick, voice assistants are going to be a big deal.

Adam from Formative said that he is interested what GDPR will mean for the longer term.  What it will mean for advertisers who can’t retarget their visitors, paywalls cost more, publishers will make less money for premium inventory.  In the US we’ll get a couple of years to see how Europe deals with it before we do. Voice, Alexa and Google home, if we think how search has dominated the advertising space for such a long time and now voice interactions will be increasingly part of our lives, so it will be interesting to see what that will look like.

Transparency and in-housing are two big buzzwords we are reading about a lot in relation to programmatic media buying. But the reality is that most brands are not taking things totally in house but still relying on their agency partners.  Why is it such a buzzword then? Is it because of transparency? Why are people talking about it, but not really doing it?

David’s response was that there is an expertise related to the traditional way of doing things.  People are only bringing in some of it in-house because they don’t know how to do the execution part on a bigger scale.  Adam thinks that clients like to talk about bringing stuff in house like social and search but there is an expertise and value that comes from working across different clients that you don’t get from working in-house.  I personally came to appreciate what agencies can provide to their clients.

We haven’t talked about the customer experience yet, there used to be only 50 partner options in the ad-tech ecosystem and now there are 5000 so the customer experience is now really changing and Customer Experience Officer (CXO) is becoming a common job title.

I get the idea of a CXO started Adam, I get it, but it’s also what a CMO is responsible for.  The CXO is somewhat driven by Silicon Valley startups as an anti-marketing thing, that they don’t need to invest in marketing, and that their companies and products can be successful without spending money on marketing.  The need to focus on that overall experience, thinking about it holistically as a cross channel experience is a big shift. With the 5000 ad-tech partners there is no excuse not to present a better experience for the consumer.
Sharon’s answer was that customer experience is something we struggle with at the Seattle Times.  We sell advertising and subscriptions and have hundreds of ad calls. Advertisers are looking for a better experience for their consumers and to me It’s shameful that Google had to come up with ad standards with Chrome, all because publishers weren’t paying attention to the experience.

What about the silos of data? What are the consequences of these trends?

David was the first to respond by saying that he is having a very hard time with the amount of data we are getting.  It’s getting to the point where we can’t deal with the volume of data in a way that it will inform us in a nimble fashion.  We are not sure if we are pulling real insights from all these new great dashboards that are supposed to show us how to use our data, even if you stitch it all together, you have to know how to make great decisions from what you pull out of all the data.
Sharon said that they are trying to be very focused on what is driving that actual subscription. Their AI team is developing a subscriber influence score; they want to know what story or email they read before they subscribed. Building their own scoring system and own analytics so that they can answer one simple question: ‘what influenced that consumer to subscribe?’  According to Adam, nothing slowed the innovation of ad-tech more than Facebook because they don’t allow 3rd party ad tracking, something we could do before, but not anymore. GDPR is actually pushing us back rather than improving the user experience.

What do you think the impact of the announcement that Google just made, about no longer being able to export DoubleClick IDs, will have on targeting, performance and ​attribution?

David said that he thinks it’s going to affect all of those things. Google has been good at thinking of that end user experience because they have the data on that user and people will be forced to used their solutions because it’s most efficient and cost effective.  It’s more concerning for the advertiser but not for the end user.
Adam thinks that Google is trying to get ahead of the curve and make all the changes at once. People will start to complain about the crappy ads they get targeted with as it becomes more difficult for ad formats like native. Instead of being very specific to the user, contextually relevant ads will have to be more generic and not as targeted, because it’s going to hard to do much else.
For Sharon, from a news publisher’s perspective, they tend to trust Google more than Facebook for now and are taking the wait and see approach.

Are you or companies you work with investing in marketing attribution platforms and strategies and why yes or not?

David said that they are not investing in it at this point.  For right now they are not very interested in how the consumers converted but getting the conversions. They aren’t investing enough dollars to make the investment in an attribution solution.
Adam also said that they are not spending the ad dollars at the level they used to, so attribution has not been that important for them right now.  Attribution a bit passé, they’ve been hearing about for a long time and now walled gardens are making it more difficult. What’s going to become important for them is attribution between online to offline, people have smart TV’s that have data, real attribution will be really important when online and offline are not blurred and the consumers get a real experience.

Do you think that brands are going to continue to invest in social advertising or will they be more hesitant based on Facebook’s recent data privacy news or YouTube’s brand safety challenges?

There has been no pullback from social at all, even during the Zuckerberg trial, answered Sharon.  So yes, she thinks people will continue to invest in social. David said that when social platforms first launched they brought together people that weren’t able to connect. Facebook, Twitter, Snapchat, are all free and nothing in America is free. People are going to remember that, so how do we keep it free, the benefits for the consumers will outweigh the data privacy issues. Adam thinks that eventually the pressure for data privacy will decrease as brands get more slack for data breaches. Facebook made a bunch of unrelated changes to their platform after their data scandal and people seemed ok with that.

What new digital ad formats or platforms have you tried over the last year?

David said that they have been talking a lot about podcasting, they are starting to dip into the programmatic area. People are passionate about podcasts and it would be efficient because we can narrow down the targeting to exactly who we want to reach.  Voice will be fantastic and huge especially combined with Amazon and Google e-commerce offerings, because they have so much data the ads will be even more effective.
Sharon said that this year they tried a couple new things, one of which was headline ads and was a huge failure.  Now they are trying to do more with native. For them the way they decide what to do is a little different than on the publisher side. If they try something new or develop something new it has to be profitable for the business. But if she was on the other side she thinks that she would definitely try something like podcasts.
Adam echoes the podcasts, but also SMS and messenger, because it feels like a one-on-one connection with consumers, more like a conversation and specific answers for their situation.

Again, thank you to our wonderful panelists.  We look forward to our next event in Boston, June 12th.  If you are interested in attending please reach out to us here: info@digilant.com.

Programmatic Media Buying 101: What is GDPR (General Data Protection Regulation)? What Does It Mean For Digital Advertising?

Over the past few months, the GDPR (General Data Protection Regulation) acronym has been thrown around often in the programmatic media industry, as everybody scrambles to define what it means for them and how to apply it.  At least on this side of the ocean, it seems like most digital marketers are still unaware of what the GDPR is and the heavy implications it holds on their programmatic media buying future.

What is GDPR?

The GDPR Transparency & Consent Framework was launched in Europe on April 24, 2018,  with the objective to help all companies in the digital advertising industry ensure that they comply with the EU’s General Data Protection Regulation, when processing personal data or accessing non-personal or personal data on user devices.
The General Data Protection Regulation (GDPR) has recently established new requirements for companies that collect,use, and share data about EU citizens. As of May 25, 2018, all companies handling data of EU citizens must adhere to these new data privacy and security measures, regardless of whether the organization is located within the EU or not. After this date, companies around the world will no longer be allowed to collect or process consumer data from EU citizens without identifying their legal basis for doing so.  Not only that, but the same companies will also be barred from using any previously collected data if it wasn’t on-boarded with the appropriate notice and consent. Companies that fail to comply with any of these new rules and regulations could be subject to fines as high as 20 Million Euros or 4% of their annual global revenue.
However, the new European privacy policy affects more than just data miners and web developers and more than just European businesses.  Data controllers and any subcontractors will be obligated to maintain written records of their data processing activities, including why they’re processing the data and how long they plan to keep it and must be made available to data protection authorities upon request.  It’s crucial that digital marketers prepare themselves, because even if you’re operating outside the borders of the EU, if any of the data your organization collects goes through the region, then it’s subject to the legislation.

GDPR Starts Right Now

For digital marketers the changes will start immediately with websites. For example, we are accustomed to reading this message on many websites: “We use cookies to ensure that we give the best experience to the user on our site. If you continue browsing we will assume that you agree.” With this notice, or similar messages, the editors would be considered authorized to insert cookies for the visitor, but now, this will change. 
With GDPR, the copy used by the organizations to obtain legal consent must explain in a clear and concise manner why their data is being collected and what it will be used for, before it can be stored, processed, analyzed, and transmitted. When referring to personal or identifiable data, this that means personal data which is now classified as any information that could be used to identify a person, including location data, mobile device IDs and, in some cases, IP address. (Biometric and genetic data is considered to be “sensitive personal data.”)  Data that can be re-identified by data scientists or analysts with effort, by combining it with additional data points, is also considered personal data.

Article 4.1: “personal data means any information relating to an identified or identifiable natural person (‘data subject’); an identifiable natural person is one who can be identified, directly or indirectly, in particular by reference to an identifier such as a name, an identification number, location data, an online identifier or to one or more factors specific to the physical, physiological, genetic, mental, economic, cultural or social identity of that natural person.”

What Does That Mean for Programmatic Advertisers on the Other Side of the Ocean?

While companies figure out how to comply with the new rules there might be a loss of momentum with data tech innovation.  GDPR will require programmatic advertisers to obtain active consent from users to use their personal information, and also give them the power to erase their accumulated historical data from any database they wish, thus being more transparent.
With the rise of Machine Learning and Artificial Intelligence, there has been a lot of progress on the way programmatic advertising technology uses consumer data to provide intelligent and automated ad targeting. With these regulation changes we might see a halt in the progress made to enable automated and personalized advertising.  The implications of GDPR could somewhat restrict the extent of the role that AI-driven data insights and intelligence technology plays in the future. This will create significant challenges for the innovation of programmatic advertising.  That said, it is even more important today that programmatic service providers introduce other emerging technologies with the capabilities needed to address the goals of GDPR and ensure both secure and efficient advertising.
One emerging technology that could have a significant impact on programmatic advertising and how marketers deal with GDPR is blockchain. Blockchain has the ability to create a highly secure trading network for advertisers, by publicly storing data to create a permanent audit trail with an unchangeable record of all transactions that occur within the programmatic buying marketplace. This provides marketers with full visibility into their ad buy, to better track all transactions that are taking place automatically and a record of all transactions taking place throughout the ad-buying and selling process.

Possible applications for Blockchain to abide by GDPR rules and regulations:

  • “Do Not Record” personal data on a blockchain
  • Record personal data pseudo-anonymously
  • Encrypt the data on the blockchain
  • Store the data in a referenced encrypted database

What Else Should we Expect from GDPR?

Trust and transparency have been leading many of the conversations about programmatic advertising, and GDPR may serve to accelerate the industry-wide push for more accountability.  Blockchain is one solution but there are other solutions waiting to be discovered and tried out.  Over the next several months we will see more on how the EU applies GDPR in a practical manner, so the approaches and implementation of new technologies like blockchain should become clearer.
Programmatic advertisers, marketers and publishers may be held accountable for non-compliance by third party data providers, which means all players in the ad tech ecosystem will become more reliant on one another. What this also means is that the ad-tech ecosystem will be a lot pickier with who we choose as partners and how many partners and publishers we all work with. Contracts will need to be revised to ensure compliance, and for publishers it will be an opportunity to gain leverage to demand transparency regarding the data used by any of their partners or platforms.

For more information on the GDPR, its goals, what you need to do to be compliant, and Digilant’s commitment to the regulation, download our white paper below.

You can also check out our privacy policy or contact us at privacy@digilant.com to learn more.

A Dinner Conversation in NYC About Digital & Programmatic Advertising Trends

On Tuesday, May 8th we hosted dinner and conversation at 230 Fifth Rooftop in Manhattan.  Digilant‘s Executive Chairman, Alan Osetek moderated an intimate dinner discussion on the next evolution in integrated digital marketing solutions with digital experts:

As programmatic technology becomes a commodity that everyone is using and has access to, it’s even more important to have integrated teams and strategies to get ahead of the competition. Today’s CMO will be delivering a single media strategy that includes search, social and programmatic. They will be partnering with agencies and businesses that can help them strategize, implement and optimize their digital media across audiences, formats, screens and inventory to most effectively deliver on business goals and objectives.

Alan kicked off the event conversation by asking: What industry buzzwords or shifts do you think will impact digital marketing this year?

Chris from Underscore was the first to respond by saying that he went to SXSW in Austin this year and that Artificial Intelligence (AI) was the number one thing they were talking about.  Other topics were automation of data and predicting what that’s going to look like.  From a data perspective that’s what people are interested in, using data to predict how campaigns will perform is going to be key. Lauren at eMarketer agreed that AI is definitely big as well as the focus on machine learning and analytics for understanding customers and what that will look like. Other topics that will be important are transparency, GDPR, Customer Data Platforms, voice search and what that means for advertisers.  Rob from Venbrook responded that from an insurance standpoint the industry is slow to move. The cutting edge people are having a field day with concepts like AI and other big buzzy words.  Not a lot is happening in terms of the insurance space yet but in his opinion, if you are a B2C broker then you start looking for a job because you will be replaced by a robot.  Alan summed up by saying that just like mobile, we were constantly hearing that this was the year of mobile, AI will probably take some time to really develop and there still a lot of value in people pulling the levers, but it will be interesting to see how long it will take to effect our day to day.

What consequences do think these shifts have had on the marketing organizations and the way they are structured or the type of people they need to hire?

When it comes to GDPR, companies are preparing as best they can, Lauren said, people are looking to external parties to help understand what the regulations actually mean for them, most people are starting off with looking into the privacy policy and consent piece, before trying to understand the data part, how do both those things work and connect together.

Are companies taking steps for connections to happen internally or is it the agency or the brand doing it for themselves?

Lauren continued by saying that brands are working in tandem with their agency or tech partners, they have to be responsible to the consumer.  In order to do that they have to convey the message as best they can. Publishers are also being thoughtful about their technology partnerships, because they have an even bigger responsibility to be very clear to the consumer.According to Rob, the horse has left the barn, big data has gotten away from us.  As a result I think we will see a shift back to the largest publishers controlling their data… like they did 20 years or so ago. Back then advertising was controlled by publishers. When advertising was more publisher driven, publishers had the advertiser relationships and would do the data analysis work themselves and then not share this audience data with anyone. An example is with big brands like the New York Times. I believe they will focus less on “mass marketing” and more on customer engagement. The Internet at its best is a one on one medium, not a mass medium. I think there will be greater attention paid to inbound strategies akin to Kevin Kelly’s “1,000 true fans” concept. Do big brands like the NY Times want to make an extra dollar on a CPM or do they want to sell something for a $100 to 1 million people? They don’t need to go to a third party to have the relationship that they want to with their consumers.

Do you think more companies are going to be investing in marketing attribution platforms and strategies and why yes or not?

So how do we collect the data? Chris responded.  Instead of attribution, we should be asking, how is your marketing working for you.  We can’t just look at a specific channel, otherwise attribution is something people are always going to chase. I have not run into someone that has a model I believe in.  Lauren agreed with that response.  Attribution is an understanding of the health of your org, whether it’s loyalty or sales, it has to a top level business moving KPI.  I am more and more convinced that the biggest challenge for attribution is not technology but the organization, how people are compensated and ultimately how they work together that’s holding up the process.
So, how do you do it? Alan asked.  Lauren continued, it’s a culture shift, you need people at the company who are advocates of attribution and collaboration, it starts at the top level of the organization and moves down.

Someone in the audience asked, what do you think the impact of the announcement that Google just made, about no longer being able to export DoubleClick IDs, will have on attribution?

Alan responded by saying that you should think about the other big networks like Facebook and Amazon who are closed, Google in comparison was more open. This move makes Google more like the other players while it also helps them be covered for privacy laws. If you are using a true third party attribution solution like Visual IQ it’s not going to affect you, but if you are only on the Google stack it’s going to be harder.
Chris also chimed in by saying that if you are not talking to the top level of the organization, then there is no point in trying to talk about attribution, as in the lower parts of the org they are not going to be able or want to share the data you need to make the attribution possible. Companies that have Chief digital Officers, a new role that teaches organizations about digital, have more chances to make attribution successful.  Also, today we have moved further along, where more CMOs are digitally savvy, makes it easier to implement attribution.

Shifting topics, Do you think CMOs should be thinking about bringing programmatic in-house and why?

I have been at an ad agency my whole career, started Chris, you can make it work but the talent will get stagnant.  My experience is that you need to work on different things to make your career and company grow.  The challenge is to find the same quality of talent in-house, that you would get at an agency that has a variety of projects and talent.  I’ve thought about it for myself, if I moved to the brand side I would be doing the same thing in 5 years, not able to improve or grow.  Lauren added that she is hearing a lot about in-housing but what’s really behind the momentum might be the impression of cost savings but in reality it’s the data question.  As more people use first party data there are implications of where you put that data. Thinking of a lot about the guaranteed buys, premium video, you don’t want to put your data on open market.  The strategic piece is an edge a lot agencies have because they are in the marketplace and have access to all the best inventory even, if the buying does move in-house.
Chris added that it also comes down to the kind of talent you have, you are never going to be as cheap as the big guys, but we are going to be better, because it’s not a 22 year old running the business.  Clients are investing in data and insights but not doing it alone, with the agency providing all our media data, they can apply it to the data on their side, letting them see a complete picture.  In the past client and agency data were two separate data silos so they couldn’t put the picture together.  The biggest shifts for agencies was to actually share their data to keep their clients from wanting to leave them.

Alan also added the at Digilant we noticed that people who are ramping up on our self-service platform nine out of ten times they don’t manage their actual campaigns and still need help to read and look at the data.  On the other extreme companies are starting to hire data scientists who are experts at reading data.  There is nothing really in the middle, you have to share the data.  It’s a partnership, the technology and the agency are an extension of the brand. Brands are more willing to pay for data analyst than media buyers, according to Chris, even though the young people have no idea what they are doing, companies don’t see the immediate value of media buying experience. In the immediate future, brands want us to do the work and be pro-active on supporting them and telling them next steps, concluded Alan.

How are you defining transparency within your organization?

Transparency has been a huge battle for me internally for the last three years, said Chris.  We are opening up the books now, data doesn’t lie and actually the opposite, it helps create a trust. It also puts other agencies on the spot if they don’t share their data with their clients. For Lauren there are several definitions for transparency, like tech tax, who is getting what cut, it’s a cool concept but for most companies if they actually had that data they wouldn’t know what to do with it. Most companies don’t have the right people who know what reporting should even look like.  There are a lot of layers to it, but overall the vast majority, if they were given the info wouldn’t know what to do with it.  For Rob there are two types of companies, ones who say they care about transparency but do nothing about it and others who are actually doing something.

As a last question Alan asked, what can marketers be doing with their display creative to enhance their media buys?

Chris said that cost is the number one challenge, our company doesn’t do creative, so how do you produce eight sets of banners, it’s too expensive. Creative makes the most sense to bring in-house, so that you get the ability to tell them what to do and don’t have to invest more money, that’s going to be the biggest challenge – taking a chance on a campaign though one creative.  Lauren added that the sheer production of all the assets, and then the strategy is cumbersome, on top of what data am I using to power the campaign.   For some it’s a legal thing, how do you get it all approved? For others, without understanding of the customer journey it becomes a gamble.  Rob finished by saying that he agrees with Lauren and Chris,  the customer segmentation process can be the holy grail or a nightmare, having an in-house creative team is a great idea and there are tons of creative people out there who want jobs.

Again, thank you to our wonderful panelists.  We look forward to our next events in Seattle, June 5th, and Boston, June 12th.  If you are interested in attending or speaking please reach out to us info@digilant.com.

Programmatic Media Buying 101: What is a Data Lake?

A data lake is a centralized place, like a lake, that allows you to hold a lot of raw data in its native format, structured and unstructured, at any scale. You can store your data as-is, without having to first structure the data or define it until its needed.  It can then be used for creating reporting dashboards and visualizations, real-time analytics, and machine learning to guide better programmatic advertising decisions.

As data grows and diversifies, many marketing and especially digital strategy teams are finding that traditional methods of collecting data are becoming outdated and are pushing for something more centralized like a data lake.  According to Aberdeen research done in September 2017, the average company is seeing the volume of their data grow at a rate that exceeds 50% per year. Additionally, these companies are managing an average of 33 unique data sources, according to the research study. With data split into silos by team, like search, social or direct marketing, CMOs are being challenged with how to efficiently manage the analysis for their media campaigns.  If they don’t consolidate their data, they risk targeting the same consumer more than once or even exposing them to the wrong message.

Why Do You Need a Data Lake?

Most data platforms will only store data if it’s been formatted to fit a particular structure, like rows and columns.  So unstructured data like log files, data from click-streams, social media, and internet connected devices typically can’t be uploaded into a data platform until the data has been defined.  A Data Lake allows you to import all marketing data in real-time, from multiple sources and in its original format. It also allows you to scale data of any size.  Then you can figure out how to use it in an automatic yet personalized way to attract and retain customers through digital advertising.  Companies like Digilant can help you set up a Data Lake and use it for media activation.

What is the difference between a data lake and a Demand Management Platform (DMP)?

If you are a digital marketer, a Data Lake allows companies to collect PII data (Personally Identifiable Information), which DMPs do not.  A DMP’s is main function is the collection of cookie data for media audience activation where a Data Lake is often the first step used by data scientists to expand the knowledge of the DMP.  The DMP often connects directly to the media activation tool which for programmatic is most likely a DSP (Demand Side Platform).  A DMP will establish connections between several external data providers, and the data lake then supplements it with new internal data like social media feeds or connected device data.

Four Main Advantages to Having a Data Lake

1. DATA INDEXING
Data Lakes allow you to store relational data (a collection of data items organized as a set of formally-described tables from which data can be accessed or reassembled in many different ways without having to reorganize the database tables.) —operational databases (data collected in real-time), and data from line of business applications, and non-relational data like mobile apps, connected devices, and social media. They also give you the ability to understand what data is in the lake through crawling, cataloging, and indexing of data.

2. ANALYTICS

Data Lakes allow data scientists, data developers, and operations analysts to access data with their choice of analytic tools and frameworks. This also includes open source data frameworks such as Apache Hadoop, Presto, and Apache Spark, and commercial offerings from data warehouse and business intelligence vendors. Data Lakes allow you to run Analytics without the need to move your data from one system to another.
3. MACHINE LEARNING

Data Lakes will allow organizations to generate different types of marketing and operational insights including reporting on historical data, and doing machine learning where financial models are built to forecast likely outcomes, and suggest a range of actions, if taken, have the ability to achieve optimal results.

4. IMPROVED CUSTOMER INTERACTIONS

A Data Lake can combine customer data from a CRM platform with social media data analytics, as well as a marketing platform that includes buying history to empower the business to understand the most profitable audiences, the root of customer churn, and what promotions or rewards could increase loyalty.

In Summary

Marketers and Media Buyers would want to implement a data lake for three main reasons. First, they want to take advantage of more advanced and sophisticated analytical tools and dashboards, using a more complex and diverse foundation of information. Secondly, they also want to make traditional activities — like data access and speed of retrieval — more efficient and easier to accomplish. The third reason is they want to bring all the data from the different parts of the organization into one place creating efficiencies of time as well as cost savings.  While not every company succeeds at achieving all three objectives simultaneously, the most effective ones will able to see positive results on their ability to make better programmatic media buying decisions.

Programmatic Media Buying 101: Programmatic Creative is the Future for Display Advertising

Digital advertising that includes both high quality creative and relevant messaging is increasingly a high priority for media buyers and marketers.  Advertisers see no reason why creative, rich media, and programmatic should be mutually exclusive –­ it’s the combination that achieves engagement and results with consumers. The combination of programmatic and engaging creative offers a wide range of new opportunities – using data to precisely tailor messages.

Marketing teams are moving away from click-centric strategies as the only way to measure engagement. With all the new high-touch, high-impact ad formats and the growing popularity of native ad placements, there is a whole new world opening up to advertisers in display ads, to provide a more robust user experience while still reaping the benefits of programmatic buying.

Creative has never been more crucial to display ads as it is today and agencies and marketing teams are paying attention because they realize that a display ad’s message or creative is just as important as the channel or medium through which it’s served.

What is Programmatic Creative?

Programmatic creative has the ability to use the data collected from a programmatic display campaign to create a more personalized experiences for consumers. Rather than displaying one generic creative, new technologies, like Dynamic Creative Optimization (DCO), mean that the ad creative can be tailored to the viewer in real-time, across multiple devices, according to their location, what they are doing, and the time of day – improving the overall user experience.
Where programmatic advertising matches users to ads on a one-to-one basis in real-time, DCO supports the matching of the best creative for that user during the programmatic advertising process.

Instead of marketers and advertisers having to figure out a one-size-fits-all, mass-market approach to their creative for a campaign, now they can create hyper-relevant ads that are relevant to individual users, while reaching a larger audience.  Using the sizable amount of data that is collected from each campaign, programmatic creative can enable automatically generated ads relevant to products or services that customers are viewing, helping to move customers towards the conversion path, and returning customers into repeat purchasers – building long-term loyalty and increasing returns for those campaigns.

Programmatic Advertising has Changed the Role of Display Ads


With programmatic taking the largest share of digital marketing budgets, the role of display advertising has been reborn and redefined.  More than four in five US digital display ad dollars, or $45.72 billion, will flow via programmatic means by 2019.
It’s no secret that different formats accomplish vastly different goals for marketers and media buyers. As the role of display advertising is redefined, and programmatic has dramatically changed the landscape, marketers need their display options to emphasize relevance for each consumer and define their experience as unique rather than obtrusive.
If campaigns are to remain relevant, marketers should be considering themselves not solely as advertisers, but as storytellers.  Marketers and publishers alike are turning to programmatic creative to enhance user experience and keep the customer at the center.

7 Things Brands Need to Know Before In-Housing Programmatic Media Buying

In 2018, brands and marketers have made it clear that they  want increased control of their programmatic advertising efforts. Digital advertising spend is estimated to overtake offline spend, with programmatic already surpassing direct digital buying. In more advanced markets, the media buying industry is aimed at a programmatic future.

Marketers have grown frustrated with the current business model; they want better control of their data and more financial transparency. A report by the World Federation of Advertisers (WFA) report finds that 90% of advertisers are reviewing and resetting both business models and contracts to achieve those goals. A survey conducted by Infectious Media found that over 70% of marketers think agencies have struggled to adjust to programmatic and they do not think the agencies accurately measure their programmatic media buys.

7 Things to Consider Before In-housing Your Programmatic Media Buys

With this loss of trust, it’s no wonder why brands are taking steps to bring their programmatic campaigns in-house. However, in order for them to be successful,  there are some steps they need to take. We’ve put together a check-list of what we think brand marketers need to know. Here are 7 things you need to consider if you want to bring your programmatic in-house.

1. Budgeting, resources, and hands on keyboard

The first thing to consider is evaluating your brand’s capabilities. Is the budget large enough? How many people will be on the programmatic team? Will they be able to stay up-to-date with the latest technology?

Brands must be spending at least $20 million programmatically before they even consider taking programmatic in-house, in order to generate a high enough level of savings to make the transition worthwhile.
Wayne Blodwell, CEO of The Programmatic Advisory

On top of a high cost, programmatic technology is complex; it requires a unique skill-set and it is hard to master. The technology requires an expert or multiple specialists at the helm. Hiring and training new recruits is not a simple process, especially if your office happens to be outside of New York, San Francisco or Boston.
After deciding which kind of technology stack is best for your brand (DSP, DMP, ad server, viewability tracking, dashboard, fraud protection) there are also other aspects to consider like licensing. This includes legal documentation, adherence to privacy regulations, etc.

Other forms of digital advertising, namely search, is dominated by a single player. Programmatic, on the other hand, lives in a complex environment that has many options of inventory to choose from. Several demand-side partners that can be used to access them and also several programmatic models to navigate through, like open exchanges to private marketplaces.

This goes back to having the right personnel for the job. New roles in the organization will open because of in-housing and it is up to you to have the right training methods for current employees. As mentioned before, programmatic technology is complicated and the right people must be on the job.

2. Objectives

After a programmatic team has been established it is time to understand the short and long-term goals of the business. Key considerations and questions at this point would include: Debating whether display, native and reach based advertising would help reach the long-term business goals, or whether inbound is a better fit, is an in-house team going to be more effective because of the increased frequency of campaigns?

3. In-housing goals

Besides long-term business objectives, identifying the end-goal of an in-house programmatic process is critical too.

  •       Do you simply want to purchase media in a more effective way?
  •       Do you want to maximize reach?
  •       Do you need better targeting and segmenting or are you looking to go wide?
  •       Do you want a broad mix of outbound- from display to native to video and mobile or are you limited to one or two formats?
  •       Or perhaps you also want to incorporate offline data to effectively take prospects along the typical buyer’s journey?

4. Big Data

One of the biggest and challenging tasks is being responsible for your own data. Collecting, managing, and then interpreting it for valuable insights can become rather tedious. If big data is too much to handle, hiring a separate data team can also be an option. Data-backed programmatic is extremely desirable today but it needs to be managed by disciplined professionals managing first and third party data

5. Cross-departmental Collaboration

It is important to make sure all departments are aware of the organization’s new programmatic team. Illustrate how an in-house programmatic process will benefit the whole business through increased sales, ROI, and customer satisfaction, not just the marketing department. Alignment with sales is also crucial in terms of making the most of leads generated via programmatic.

6. Implementation, testing, and execution

Different brands benefit from different programmatic models, determining which ones work best for you require testing.  Testing new tactics and programmatic strategies in-house for a short period of time may help your company adapt to the overall programmatic process before identifying a model that works best.

7. Consider a hybrid in-housing model


It may also be wise to consider using a hybrid approach. You may have a strong analytical data team, with data management experience, but not the talent or knowledge for programmatic execution. Or you might have built a strong digital marketing team, but they don’t have the skill or knowledge specifically in programmatic media buying. These are key skills that are worth outsourcing to a trusted agency of record while keeping strategy and data in house.

As much as having more control and transparency over programmatic media buying makes sense, the required investment in talent, expertise to navigate the ecosystem and budget size should not be overlooked. For now, if you are a brand considering starting the in sourcing process then you should consider a hybrid model where you own the contracts and data and your trusted partner, like Digilant, owns the rest.

Amazon Advertising Platform (AAP) Uses Attribution to Win Over Programmatic Media Buyers

Amazon’s theme of go big or go home remains consistent when it comes to it’s most recent moves in the programmatic advertising space.  Their DSP is already the 3rd most popular for media buyers and is seeing a 50% growth in adoption.  The popularity of Amazon’s DSP isn’t because of the platform itself and they are certainly not winning any awards for service, according to media buyers, but it’s because of the data that lives inside the platform.  According to Digiday, Amazon is running a series of attribution tests with at least two agencies, with the goal to prove its long-running pitch to marketers that Amazon offers, unlike Facebook and Google, what it calls a “total wallet perspective.”

Amazon DSP

Amazon is promising its programmatic ad buyers that if you buy ads on their DSP platform, you’ll know that they work and they will show you data to prove it. Because marketers not only want to be able to place ads in the right place and at the right time, but they also want the right relevance.  Amazon has a gigantic pool of real-time data, not just likes and habits, but actual purchases – what people are buying and how they are doing it -, you will know what ads work in actually driving people to make purchases — and then be best positioned to target those ads.

What programmatic buyers really want from Amazon and other DSPs is data they can’t get anywhere else.  This need has caused a shift in media buyer’s attention from a one DSP relationship strategy to having multiple contracts to satisfy their inventory and data challenges. So while buying remains fragmented, according to Forrester’s report titled “Marketers Must Demand More from Their Ad-tech”, marketers are searching for their single source of truth.
The word on the street is that Amazon is launching a new attribution tool designed to demonstrate the value in its’ advertising platform to skeptical media buyers and show how their advertising stacks up against other advertising platforms like Facebook and Google.

Why is Attribution Important for Amazon?

Media buyers use attribution models to track the behavior of users across platforms and devices. Individual purchase paths across the customer journey can be observed and used to continuously improve the programmatic media buying algorithm. Using an attribution model marketers can collect more customer data and then they can show relevant ads in ever better places at ever better times. When attribution models are used to inform programmatic algorithms, marketers gain a more realistic view of ad effectiveness.  If you’re not measuring the impact of your marketing efforts—especially in today’s world of fragmented devices and touch points—you are likely missing out on ROI opportunities and wasting spend on channels, strategies and audiences that aren’t performing well. Plus, getting attribution right helps you maximize your learnings to make better business decisions over time.

Amazon Attracts Media Buyers With Their Unique Data

Showing insights into where leads are coming from and which ad campaigns are resonating with advertisers is half the battle, but Amazon also has to find a way to relay that information in a clear, actionable way, or media buyers won’t know how to make use of the raw data. Brands now, more than ever before, want to be able to understand which advertising methods and platforms are gaining results, and also how to use that attribution to shift and improve their strategies moving forward.  As budgets get tighter and more marketers become sophisticated with programmatic buying platforms, the need to understand what ads and buying methods are performing is increasing – and it has to be scientific.  CMOs want to know how many people clicked on ads, where the ad was placed and if it lead to a purchase. The one thing marketers hate is spending media budget to buy ads and then having to prove that they are really converting.

All this is meant to upset the Facebook-Google Duopoly.  Amazon is not only increasing their brand recognition with media buyers with tools that they need to make their jobs easier, but they are also heavily investing in programmatic talent, as one of their biggest complaints from marketers has been lack of support.  The media buying business is still heavily centered around people, and managed service isn’t going away anytime soon according to Joanna O’Connell in her recent Forrester’s report on omnichannel marketing.

Digilant is partnered with Amazon’s Advertising Platform (AAP).  If you want to learn more about Amazon as a DSP and how you can get started go here.  Otherwise you can contact us now to get started: info@digilant.com.

Wining & Dining in Atlanta: A Conversation With Brands About Their Programmatic Stacks and Strategies

On Tuesday, March 27th, 2018, Digilant hosted an executive dinner panel at City Winery at Ponce City Market in Midtown Atlanta where local digital media agencies and brands gathered to listen in on and engage with a panel of digital marketing executives as they discussed all things digital media and programmatic.
After a lively session of networking over drinks and hors d’oeuvres, Digilant’s US Chief Executive Officer, Raquel Rosenthal, moderated a panel with Senior Media Marketing Manager at Equifax, Joella Duncan, VP of Marketing and Digital Services at Marriott International, Sean Brevick, and Director of Product, Performance, and Data Strategy at Turner Broadcasting, Jonathon McKenzie.

Raquel started the evening off by emphasizing to the audience the amount of tools, technologies, platforms, and walled gardens that exist in today’s digital ecosystem, making it difficult for many digital marketers to keep up and deliver a quality customer experience. Digital media planning and buying teams can no longer afford to limit their inventory sources by running on just one DSP and programmatic campaign tactics need to be as diverse and dynamic as a brand’s customer journey. In order to remain competitive, digital marketers need to keep up to speed, making the development of an integrated digital strategy one of the most crucial tasks for any marketer in 2018.

Raquel kicked off the event by asking, which programmatic trends and developments impact their business today?

Jonathon from Turner was the first to dive into the discussion, saying that in the current state of the entertainment industry there’s so much quality content from premium publishers capable of showcasing brands to audiences and  now advertisers are really beginning to tap into it. He added that not only inventory quality is improving, but the channels on which programmatic inventory is now available are expanding to new frontiers and that helps publishers like Turner get their content distributed at the right time and place, specifically through DOOH. Sean echoed Jonathon’s response, saying that Marriott has benefitted from having less remnant inventory and that the company that manages a portfolio of nearly 30 brands is always looking for ways to thoughtfully manage their data and segment audiences.  Lastly, Joella from Equifax was excited about developments in multi-touch attribution, a longstanding practice at the credit reporting agency, but something that has recently taken center stage for many brands running omnichannel campaigns. Also, something that she thought they were going to hear more about was header bidding.  She feels like header bidding is something that we should all keep an eye on, but for now it’s something that publishers are more concerned about, wanting to monetize their sites.

What expectations do you and your brand have of their programmatic partners?

Joella was the first to respond by saying that she has extremely high expectations because of Equifax’s dedication to their fractional attribution modeling through their partner at VisualIQ, which is their source of truth. Many of their partners have built out new products and adapted to their needs.  For them, their programmatic partners need to be a tech company, invest in data science and employ forward looking employees.  They need to stay the shiny object by investing in those people, we don’t want to be the razor, we are and want to stay on the bleeding edge.  It’s then exciting that those partners can then go out and get more business with what they have built for us.  For Sean, a programmatic partner must be innovative but also have an understanding of their complex landscape.  They also have to bring brand recognition and buying power, stretch their dollars further, coming up with solutions that support their hotels and hotel owners needs.

What aspects of your digital media mix and or execution is your brand taking ownership of and why?

Our marketing teams have the dollars, started Jonathon, we develop the media strategy but the IO’s come out of the agencies. We benefit by receiving data from our agencies that come into our cloud as outbound data.  Everything’s piped back in house which is helpful, because the people at the agency and those of us at Turner aren’t within the same 4 walls every day to examine how to best leverage all data we receive.  The ownership is all held within Turner and then we execute it within the brand.  For Sean they have been using a hybrid model for a number of years.  We buy some media but our agency does it at scale.  They are focused on maintaining that model, they don’t plan to cross over into that space.  The goal is to simplify media buying for our hotels and take the burden off them so they can focus on operating and delivering exceptional guest experiences.  They know that they have experts that can manage it.  At Equifax, Joella said that they have a very close relationship with their agency.  They transact with complete transparency and because of security they own all of their contracts.  Because of the verticals that they deal with, they own the contracts, but work with their agency to develop the strategies and are at each others offices multiple times a week. She likes that the agency works with multiple clients and draws from that experience so they can help you pivot and you can rely on their network to get there.

Raquel concluded by saying it seems that the trend of a hybrid in-housing strategy is confirmed, that brands own their data and strategies, but rely on agencies for programmatic media buying execution.

How else is your company using data to influence your digital advertising spend or strategy? What kind of data are you using?

Jonathon said that at Turner Broadcasting they have all their data in-house so they can model it.  If we know you are going to watch our program we are not going to target you, but we don’t have enough of 1st party data, they use 2nd and 3rd party data to scale.  Joella, said that all their 1st party data comes from their website, people who come and convert, so they suppress those people so not to target them again, but do use the data for modeling, it’s also expensive to push data out.  They use 3rd party data to scale efficiently, and use Visual IQ to help model and spend money.  At Marriott, Sean uses data quite a bit with all the different brands, with 6000 hotels worldwide there is a lot of competing interests. Their challenge is how do we manage with that, we want to deliver the right message to the right person at the right time, so they have to be thoughtful about how we talk to people.  They are dealing with a perishable experience and how do we measure and message to those people for their experience.  We need to measure at the transactional level and how do we measure that?

How are you managing digital advertising activities across search, social and programmatic? How do you make sure that you’re not bombarding users? And how siloed is your data?

There is more coordination than ever before, according to Sean, Marriott is a very complex company, but the best thing is the people.  We work together and do not compete with each other, and make sure there is knowledge shared across the groups. Joella manages to not silo her data by having all the media strategy and execution live under her, using Visual IQ to stitch it all together. At Turner, Jonathon said there is one team lead for each group, it gets Q&A’d before it goes to marketing.  We still have a siloed approach, so it’s flawed and there is no guarantee we are not targeting the same person on Facebook and outside Facebook with display.

How do you manage reporting for search, social and programmatic? Do you use the data to optimize spend?

Joella started by saying that they do set a budget at the beginning of the year, but then they look at the data everyday, so that they can move budget between channels and countries. The budgets get laid out but they are very fluid, they look at the data daily for high level results and then weekly for deep insights.  The way we move money around is not common and very smart. We’re able to take our data in such real time and make these really smart efficient decisions in that month that might not make the most sense in the next month based on where the credit market’s going. Having data at your fingertips and moving it to drive the best revenue is great.   Jonathon’s challenge is that he doesn’t know who’s going to watch, they have no idea.  They still care about buzz in the marketplace sot they still have to spray and pray to have the full brand experience.  For product it’s still very DR focused. Sean is managing 1700 individual interests and they manage those budgets like they are their own.  They are looking at their budgets on daily basis especially on a meta search basis, they don’t have large budgets, especially the cheaper hotels but have to treat them like they have large budgets.

How do you measure across digital (or offline channels)? Meaning, do you have an attribution strategy for optimization of media performance across media channels? How have you applied it?

Sean said that at Marriott they are not quite there yet, they are still focused on last click/view attribution but it is something we want to get to.  Jonathon said that it takes them 30 days to get the attribution in, it’s very tough.  Siloed attribution is garbage, attribution should come from the brand level and encompass everything.  Joella at Equifax uses Visual IQ as their partner to tag every impression that goes out, take all those touch points put it through their model and assign a attribution score, and assign true value to each of touch points.  They can see that they need to put money into display because it brings money into the funnel and can look down to the key word level, and even down to each partner’s targeting tactics – then they can forecast for the next month, to beat the goals that they have.  Use all the inputs to plan our data and budget, we found that as long as we are hitting our goals, we can use the remaining budget to test and invest in new channels, test new partners, new segments without actually having a dedicated testing budget.

Are you leveraging digital media to build personalization strategies for your consumers?

Marriott is just getting started, answered Sean, our focus has been integration.  We are just scratching the surface, big win for us has been to deliver dynamic creative.  We have to be able to deliver a specific message for a specific location, it’s evolving, through email and apps and through the channels we own and have a lot of data on.
Joella would love to use DCO, but due to legal constraints having a lot of creative is prohibitive, can’t do it on the fly, they have a more manual approach, specific banners for specific groups.  There is a conversion team that does testing on our site, find out what journeys convert best for people. They believe in it, they want to be able to have a dynamic landing page, with decisioning based on client value, know what experience they are more likely to convert on.  Jonathon would like to personalize the customer journey based on their fans, give them sneak peaks, real-time audio spots, and personalized messaging.

Again, thank you to our wonderful panelists.  We look forward to our next events in New York May 8th, Seattle, May 22nd and Boston, June 12th.  If you are interested in attending or speaking please reach out to us info@digilant.com.

3 Tips to Ensure Brand Safety for all Your Programmatic Media Buys

In 2017, marketers were told that they had to implement brand safety for all their digital and programmatic  display ad campaigns. The need for marketers to urgently address brand safety was spurred by the fact that “The Times” discovered that Youtube and Google were placing their ads next to content related to political violence, extremist religious propaganda and other offensive content that greatly misaligned with their brand’s messaging, and affected their brand safety. This prompted UK advertisers to quickly suspend their advertising on the site and countless U.S. advertisers quickly followed suit. Notably, the Havas Group, responsible for managing nearly $650 million (225€ million in the UK) in digital ad spend, decided to pull their ads from Google. This promoted advertisers to question how they can ensure that their digital display ads are running alongside publisher content that most closely aligns with their consumers’ values.

There are many precautions that advertisers can take to ensure their brands remain safe in the eyes of consumers. With digital ad spend expected to reach over $117 billion in 2018, we have outlined a few important tips that advertisers should use to ensure their programmatic buys are also brand safe.

1. Partner Up
Companies like Integral Ad Science, DoubleVerify and Comscore have developed formulas, algorithms and data-driven tools to prevent ads from ever appearing alongside undesirable content. Data-driven marketing companies already have developed the intelligence to ensure that an advertiser will buy ads that are brand safe. They are also continuously updating and improving this technology.

Global measurement and ad verification partners are constantly working to improve the user experience. They want to put the right content in front of the right person: someone interested in that brand, willing to purchase their offerings. They also want to ensure that brands have peace of mind with where their media budget is being used and that their content is being placed on the sites of reliable publishers. Programmatic works to generate qualified traffic so that the brand’s online presence is strengthened, values are maintained and reputations are not tarnished.

2. Invest in Private Marketplaces

In 2017, 74.5% of all domestic digital display ads ran via private marketplaces (PMP) and programmatic direct deals. By using this avenue for a media buy, advertisers know exactly who they are purchasing from and where their ad will be placed. This decision, although potentially more expensive, warrants ease of mind with ad placement. This marketplace also, just as with all programmatic buys, allows advertisers to reach their ideal customers.

3. Whitelisting
It is common to hear that marketers have blacklisted sites, a result of either their own experience was poor or it has a negative reputation. However, the number of “bad sites” is constantly rising and there is no way to constantly keep up todate. An alternative option is to whitelist sites. You can find sites that are safe to run ads on and compile a list of options that you can then use when preparing a campaign or a media buy. If this seems like an overwhelming task, there are exchanges that have an intense inventory approval process. These exchanges require sites to pass tests such as human approval or pre-approval of a new relationship with a site or app within existing relationships. If a site doesn’t pass the test, they are not able to sell their inventory on the exchange. This is a great step to take to ensure brand safety as you are confident in the sites you are choosing to place your ads.

Ensuring Brand Safety can Feel Overwhelming

Billions of digital display ad transactions occur everyday which means brand safety can become very overwhelming. There are many precautions that brands can take to ensure that their ads end up in an ideal location. However, what is most important to remember is to use common sense. If an deal seems too good to be true, it most likely is. Consumers will find your ad more appealing if it is displayed on the right site next to the right content. So, when choosing where to spend your programmatic media dollars, take the time to ensure you have done research on where your ad is is going to be placed and don’t forget to use the three tips above to get your head above water when it comes to keeping your brand safe.

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